This morning Airbase, a corporate spend startup, announced that it has closed a $60 million Series B led by Menlo Ventures. The deal’s announcement comes after Divvy, another corporate-spend focused startup, sold to Bill.com for several billion dollars, and other unicorns in the space like Brex and Divvy each raised nine-figure rounds.
According to Airbase CEO Thejo Kote, his company’s round is not a response to the Divvy sale. Instead, he told TechCrunch in an interview, his company kicked off its fundraising process before that deal was announced.
Not that what Airbase undertook was a process in the traditional sense; Kote did not spend months schlepping a deck along Sand Hill Road, imbibing mediocre architecture, overdressed MBAs and good weather in equal quantities. Instead, he decided that his firm was open to raising more capital in April despite having capital in the bank from previous investments, and 10 days later had signed a term sheet with Menlo.
Menlo partner and new Airbase board member Matt Murphy told TechCrunch in a separate interview that his firm had had its eye on the company for some time before its deal, allowing it to move quickly when Kote opened the door to more funding. (Murphy was candid in sharing that he had spent quite some time getting in front of Airbase, which we pass along as evidence of just how competitive the venture capital market can be in 2021.)
According to Kote, his firm’s new capital was raised on a $600 million valuation, post-money, which means that the Menlo-led transaction involved 10% of the company’s shares.
A segmenting market
TechCrunch’s coverage of the corporate spend market has largely focused on the revenue growth of the competing players, and their decision to either charge for the software that they offer along with corporate cards or not. But Kote views the market as segmenting in a somewhat different manner, namely along target customer scale. Divvy, for example, went after SMBs, while Airbase has more of a mid-market focus.
The customer targeting matters, with Kote telling TechCrunch that mid-market companies are looking for a single solution to replace various point-services that they have traditionally paid for. In the case of corporate spend, that could mean that many companies are willing to pay for new software so long as it can replace several services that they were buying discretely before; say, corporate cards and expense management software.
Kote said that the Divvy-Bill.com news was a “massive validation” of his company’s thesis that software would prove key in the market formerly focused on corporate cards, and that offering cards was itself a “race to the bottom.”
In the view of Airbase’s CEO, his company has a six to eight quarter lead on its competitors in product terms. The market will vet that perspective, but the company’s confidence in its vision and new capital should provide it with ample opportunity to prove out its thesis in the coming quarters, and see whether where it views its product in terms of market positioning viz. demand and competitors is correct.
The investor perspective
Menlo Ventures seems to think so, to the tune of its largest single check to date from a non-growth fund. What did Murphy et al. find so compelling about the company? In the investor’s view, Airbase has a shot at replacing point-solutions in mid-market companies, precisely as Kote imagines:
Airbase consolidates all the different spend apps which greatly decreases complexity in workflows as finance teams previously had to jump from app to app and don’t have a real time, holistic view in one place. […] Of course there is an advantage in not having to pay for multiple apps, but the biggest benefits are simplicity of workflows which is where we heard most of the product love.
Murphy continued, adding that at many companies “a manager won’t know until after [a quarter ends] whether the team for example spent above or below budget,” which makes integrated solutions more attractive.
Why does the viewpoint matter? It implies that the market that Airbase can sell into is rather large; instead of considering the aggregate non-payroll spend that its possible customer companies may generate and then applying an interchange vig to the total to calculate its potential scale, we might tabulate mid-market software spend on expenses, accounting and other categories as the startup’s true TAM. And as Airbase can still generate top-line from interchange and other sources, it could be well-situated for long-term growth.
Of course, its competitors are not interested in letting Airbase have all the fun. Ramp recently raised lots of capital, and is investing in its own software stack. With a free price point, it’s perhaps the most aggressive player on the interchange-first side of its market. And Brex is working to make lots of public noise, again, and has its own tower of cash, software focus and recently launched paid-SaaS service.
Now Airbase has more cash than it has ever had in its accounts, and has been busy hiring. The company has picked up a CFO, a general counsel and a VP of sales, from Mattermost, Robinhood and Dropbox, respectively.
Which all sounds very much like the long-term prep work for an eventual IPO. Set your timers for 2024.
